The Grind podcast features Jeb Blount to discuss topics from Fanatical Prospecting such as interrupting people or facing rejection. Jeb makes it very clear that you absolutely must rely on face-to-face or phone interaction (prospecting) in addition to other prospecting tools in order to make a success of sales.
Jeb, Jason and Joey discuss how one must clear the interruption hurdle. The trio also scoff at the neurotic fear people have around the reputation of being ‘salespeople’ – a good retail agent for example can be the person to help a veteran capitalize on the market, or a family find their first home, while the sleazy and the slimy occur in any walk of life.
Additional tips come around the topic of scripting – Jeb advises ‘frameworks’ instead in order to allow the personality of the agent to shine through; and sales planning – don’t allow an obsession with end of year figures to allow you take your eye off the ball in January and February. That mysterious poor first quarter often isn’t a mystery after all.